Sales Enablement Strategy

A man and woman in a coworking space with laptops smiling. Best Consulting Firm Specializing in Sales Teams And Operations in Virgina

Leveraging our founder’s 25+ years of experience as a sales professional, leader and sales enabler, we provide a range of audits and assessments tailored to evaluate the effectiveness of your current Go-to-Market approach. We identify your strengths, gaps, and prioritized opportunities for improvement. We’ll explore options on whether another provider could help you close the gaps.

Clients can engage us for one or multiple assessments based on their specific objectives and the insights they hope to uncover. 

Assessment Options

Target Prospects

Explores what you use to educate your team on who to target and how your solutions support their challenges through:

  • ICPs

  • Personas

  • Titles

  • Pain Points

  • Key Value Propositions

  • Competitor Insight & Differentation

Pipeline Generation

Examines how and whether you are engaging the right target prospects through:

  • Your Medium

  • Messaging

  • Sequences

  • Qualification Criteria

  • Assets

  • Talk Tracks

  • Inbound/Outbound

Sales Process

Assesses the non-prospect facing activities for inefficiencies, inconsistencies or friction through:

  • Sales Methodology

  • Lead to Order Process

  • Sales Activities & Stages

  • Exit Criteria

  • KPIs

Buyer Experience

Determines how and whether a buyer’s journey aligns with your seller’s:

  • Touchpoints

  • Assets

  • Talk Tracks

  • Pricing & Packaging

  • Closing

  • Handoff and Implementation

Tech Stack

Explores how technology investments may create velocity or friction in your sales process through:

  • Sales Tech Strategy

  • Vendor Relationships

  • Training

  • Adoption & Optimization 

Sales Enablement determines key aspects of your sales enablement strategy, tactics and team to ensure commercial team goals align with training, tools, technology, and operations. We also serve team members to serve in fractional leader and individual contributor roles.

Enablement Specialist at Bonterra

“Caroline is an outstanding leader, with the vision and drive to make a tremendous impact in any organization. I had the pleasure of reporting into Caroline at Bonterra, and learned so much from her. Caroline’s ability to set the vision and goals for our team, and provide hands-on support and guidance to achieve initiatives was essential to our organization.”

Paula Costas Velasco

  • “Her expertise and deep knowledge in the sales process, commercial skills, and systems allowed our team to create engaging and impactful learning experiences and onboarding experiences for countless individual contributors and teams in our Revenue team. She led strategic projects, training programs both for ICs and managers, and cultivated an engaging and exciting atmosphere for the Revenue organization in the midst of so much change. Caroline has the amazing ability to take on the most complex challenges and address them tactfully, while being a thoughtful and caring leader that truly embodied our values. She’s an amazing asset to any organization or project that is lucky enough to have her.”

Bryan Caplin

Chief Revenue Officer / Board Advisor / Investor

“I had the pleasure of working with Caroline in three roles. Once as a peer where we went head to head as revenue contributors at CEB, then I hired her to analyze and assess the talent of our organization at Axiom Law as we were attempting to build process and build predictable revenue in our mid market team.”

  • “In that role, she used her proprietary talent assessment tool to analyze the effectiveness of each of our staff on about 40 skills, then prioritized the ones that were most important. She then led a series of commercial skills building programs based on the result. From that program, we saw an increase in our win rate the following quarter. We also saw more of our folks hit goal that quarter than the quarter before.

    When I left Axiom for Andela, I brought Caroline there to help lead our Sales Kickoff as a speaker and trainer, and lead a series of commercial skills building programs. Through that process and subsequent work, she also helped us identify some important process gaps, inconsistencies in our talk track as well as management development opportunities to support our longer term growth strategy. Her work helped us justify a more significant investment in enablement for our growth. I highly recommend Caroline's work and have referred her to others. She's thorough, efficient and my team and I loved working with her.”

Kyle Hietala

Speech & Debate Educator | Program DirectorSpeech & Debate Educator | Program Director

“As a former educator, I'm qualified to attest that Caroline Holt is a fantastic commercial teacher-leader. Her unique blend of interpersonal approachability and warmth, paired with her incisive intellect and ability to deliver actionable and relevant feedback, makes her highly effective as a coach and mentor. One thing I remember most fondly about being mentored by Caroline was how she asked me thoughtful, open-ended questions about my own ideas and listened intently to what I had to share. I always felt heard and validated when I worked with her, which was why taking her coaching and feedback to heart was so natural and easy to do. I have the highest respect for her and cherished any time I had to learn from her.”